“SKILL AND WILL”: THE DYNAMIC DUO OF SALES SUCCESS
“Skill and Will” are the dynamic duo of sales success. They provide an easily remembered phrase to refer to the factors that lead to top performance in sales.
Skill is your competence. It is the knowledge of what to do and your effectiveness in being able to put that knowledge into productive and consistent action.
Skills can be learned, observed, and easily evaluated from the outside. It’s what most of this book has focused on—skills in collaborative WIIFT conversations adjusted for Tribal Types.
Skill is important, yet equally important is the Will to perform.
Will is the confidence and drive to take action. Will is why you do what you do—it’s internally based and is invisible to the outside ...
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